The Ultimate Sales Interview Playbook
The Ultimate Sales Interview Playbook
Insights. Strategies. Questions. Challenges. And a Startup Evaluation Framework.
Interviewing can be an absolute slog. Layoffs have flooded the market and employers are super cautious of how they think about growth and who they hire. To compound that, there has never been more noise in the market. Plus, it’s never been easier to build technology and defensibility has become harder to find. How do you choose the right spot?
My goal is to share everything I’ve learned while interviewing over the last couple of months during my career break. Hopefully, this can help folks on both sides of the table sharpen up.
This deep dive will have several posts over the next couple of weeks:
Strategies to land interviews
A framework to evaluate startups
Questions from 50+ interviews
Challenges & homework assignments (templates provided)
Strategies to standout & drive urgency
To get things started, I’m sharing some of my favorite questions that I ask companies as I’m evaluating the opportunity.
After all, companies interview you.
And, you need to interview them.
Questions also demonstrate curiosity and how you think.
Below are my 5 favorites that weave into conversations. Yes, the first 3 come from the MEDDICC playbook’s 3 whys; Why do anything? Why choose Startup, Inc., Why buy now?
5 must ask questions
What causes your customers to do anything?
Why do your customers choose you over the competition?
What propels your customers to buy now vs. put off the decision?
How will you build defensibility over time?
How is your GTM strategy differentiated to break through the noise?